CTV Creates Demand, Search Captures It

CTV creates demand, search captures it. CTV campaigns deliver 23% higher ROI when paired with search. Awareness and capture work as a system.

The most common mistake in law firm advertising: treating channels as competitors rather than partners. CTV and search aren’t fighting for the same dollar. They’re two halves of the same system. Cut one and the other underperforms.

The Creation-Capture Framework

Option A

Option B

Demand Creation (CTV)

Makes people aware of options they weren’t actively seeking. Before your ad, they weren’t thinking about calling a lawyer. After your ad, they might.

Demand Capture (Search)

Catches people already looking. They’ve decided they need a lawyer. They’re searching. You need to be there when they do.

CTV creates. Search captures. Both are necessary.

Why Both Matter

1

Creation Without Capture = Waste

You run great CTV campaigns. People remember your name. When they need a lawyer, they search and click a competitor’s ad. You generated the lead. They signed the case.

2

Capture Without Creation = Expensive

You bid on “car accident lawyer.” You’re competing with every other firm for the same limited pool. Costs escalate. Margins shrink. CPCs of $200-500+.

3

Creation + Capture = Efficient

CTV builds awareness and preference. When those people need a lawyer, they search your name specifically. You capture them at low cost ($5-15 CPCs). You created and captured your own demand.

The Data Behind the Dynamic

TV VIEWING DRIVES SEARCH
62% of consumers discover brands through TV Source: MNTN Research
75% of U.S. consumers search after seeing TV ads Source: MNTN Research
65% of second-screen users go to advertiser's website Source: MNTN Research

CTV’s role in the customer journey is significant: despite representing 38% of ad impressions, CTV drove 63% of attributable conversions in recent studies. It influences more than its impression share suggests.

The Economics of Creation vs. Capture

Option A

Option B

Generic Search (Pure Capture)

Competing with every PI firm. CPCs of $200-500+. Limited impression volume. CPL often $500-1000+. Expensive, crowded, and capped.

Branded Search (Capturing Created Demand)

Competing primarily with yourself. CPCs of $5-15 for your own name. Volume scales with awareness advertising. CPL often $50-150.

CTV (creation): CPMs of $30-50. Reach virtually unlimited. Creates searches you can capture cheaply. System CPL often $200-400.

The math works when you capture what you create. CTV campaigns deliver 23% higher ROI than traditional TV, largely because digital channels can capture the demand TV generates.

How the Funnel Actually Works

Traditional funnel thinking puts CTV at “top of funnel” and search at “bottom.” That’s partially true. But it misses the interaction.

1

CTV Builds Awareness

Your commercial runs. 62% of consumers discover new brands through TV.

2

Trigger Event Happens

Accident, injury, legal need. Person thinks of remembered firm.

3

Branded Search Captures

They search your name specifically, not as alternative to CTV, but as direct result of it.

4

Case Signed

Website converts. You created and captured your own demand.

Measuring Creation and Capture Together

Option A

Option B

Poor Approach

CTV: 500K impressions, 400 verified visits, $100 cost per visit. Search: 50 leads, $300 CPL. Conclusion: “Search is working, CTV is expensive.”

Better Approach

CTV: 500K impressions, generated 200 branded searches. Branded search: Captured 150, 45 leads, $33 CPL. Conclusion: “CTV is creating demand we’re capturing efficiently.”

THE COMPOUNDING EFFECT
6.6% ROAS improvement after 30 days Source: MNTN Research
24% ROAS improvement after 90 days Source: MNTN Research

Common Pitfalls

Measurement Pitfalls

  • + Attribution confusion: Multi-touch attribution matters for accurate credit
  • + Channel competition: Teams fight over budget, missing systemic relationship

Strategy Pitfalls

  • − Creation underfunding: Cutting CTV to fund search, then wondering why volume declines
  • − Capture neglect: Investing in CTV but not protecting branded search

The Right Budget Split

BUDGET BY GROWTH PHASE
60-70% CTV for market entry (30-40% search)
50-60% CTV for established firms (40-50% search)
40-50% CTV for dominant firms (50-60% search)

Early on, you need more creation to build awareness. As brand strength grows, you can shift more toward capturing existing awareness. But you never stop creating. Awareness fades without reinforcement.

Integration Requirements

Execution Requirements

  • + Coordinated timing: Search budgets increase during CTV flights
  • + Message consistency: TV creative and search ads tell the same story

Strategic Requirements

  • − Unified tracking: Attribution connects CTV exposure to search conversions
  • − Single strategy: One plan for both channels, not separate plans

See CTV and Search Coordination for implementation details.

The Competitive Advantage

Most law firms run search only. They compete for existing demand against everyone else, driving up costs.

Firms that create demand have an edge: They’re not just competing for existing searches. They’re generating searches no one else is bidding on (their own name). They capture at lower cost. They build brand equity that compounds.

This is what sustainable growth looks like. Not outspending competitors on generic terms. Creating your own demand and capturing it efficiently.

References